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Holden, Jim

The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Holden, Jim - The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition, e-bok


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ISBN: 9781118240946

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An updated and revised version of the business classic Power Base Selling

Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science.

Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.

  • Create Demand, as well as competitively Service Demand
  • Quickly leverage "Situational Power Bases" to drive up win rates
  • Provide customers with value that advances their critical business initiatives
  • Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign
  • Increase customer satisfaction and competitive differentiation

See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Nyckelord: Sales Management, Jim Holden, Ryan Kubacki, Power Base Selling, The New Power Base Selling, sales improvement techniques, sales training, sales strategy, sales management, account management, corporate sales training, sales consulting, sales leadership, sales coaching, sales process improvement, sales methodology, solution selling, sales process, business development, selling fox, sales fox, foxlike selling, foxlike sales, competitive selling, customer politics, customer value, competitive strategy, compete strategy, selling, salesperson, sales habits, sales machine, sales champions, sales bible, closing, advanced selling, masters of sales, selling masters, masters of selling, secrets of selling, secrets of closing, secrets of closing the sale, secrets of closing the complex sale, smart selling, smart closing, smart calling, success in selling, sales success, selling success, the art of selling, the art of closing, sales strategies, the psychology of sales, the psychology of selling, strategies to win, rules of selling, sales mistakes, strategic selling, sales leaders, cold calling, persuasive sales, persuasive selling, master sales, mastering sales, master selling, mastering selling, complex sale, complex selling, sales professional, selling professional, sales pro, selling pro, lessons, sales lessons, selling lessons, winning sales, winning sales force, winning sales organization, winning sales management, sales fundamentals, selling fundamentals, sales management fundamentals, major account, major account selling, major account sales, key account, important account, increase sales, up your sales, drive up sales, drive up your sales, up market, down market, new to sales, on selling, start selling, top line selling, bottom line selling, effective selling, effective sales, effective salesperson, effective salespeople, effective sellers, power sellers, power sales, power sales force, power sales organization, the power of sales, the power of selling, sales power, selling power, salesforce, sales force, sales increase, sales advantage, enterprise selling, enterprise sales, selling to enterprises, B2B sales, B2B selling, business to business sales, business to business selling, maximizing sales, growing sales, increasing margin, reducing sales cost, penetrating accounts, creating demand, demand creation, servicing demand, sales coach, sales trainer, personal trainer, keys to winning, keys to success, keys to victory, keys to sales victory, hoping is not selling, hope is not success, hope is not a strategy, avoiding sales failure, avoiding selling failure, avoiding the price driven sale, avoiding the commodity sale, mastering solution selling, mastering solution sales, mastering the technical sale, mastering sales, sales mastery, mastering the complex sale, mastering the major sale, mastering the sales process, mastering the selling process, mastering the world of sales, mastering the world of selling, sales essentials, selling essentials, closing the sale, closing the deal, rethinking sales, rethinking selling, rethinking competitive sales, rethinking competitive selling, rethinking the competitive sale, rethinking sales management, dealing with sales objections, sales objections, probing, qualifying, executive sales, executive selling, executive calling, sales forecasting, sales assessment, thinking strategically, thinking sales, thinking selling, thinking competitive selling, building sales, building sales success, sales questions, selling questions, spin selling, sales superstar, selling superstar, direct sales, direct selling, indirect sales, indirect selling, channel sales, channel selling, sales examples, selling examples, sales secrets, selling secrets, sales stories, sales review, win loss review, sales autopsy, cutting edge sales, cutting edge selling, perfect sales, perfect selling, ultimate sales, ultimate selling, relationship sales, relationship selling, steps to success, steps to sales success, steps to selling success, accelerating sales, accelerating sales success, accelerating sales management success, socratic sales, socratic selling, probing based selling, question based selling, political selling, fox selling, proactive sales, proactive selling, dimensional sales, dimensional selling, sales habits, selling habits, competitive advantage, sales advantage, unfair , advantage, political advantage, unexpected value, scientific selling, engineering sales, sales engineering, sales as a management science, selling as a management science, sell like a CEO, sell like a pro, sell like a professional, selling today, selling tomorrow, selling in a down economy, selling in an up economy, trust selling, high trust selling, trust sales, sales boot camp, selling boot camp, sales MBA, selling MBA, selling to grow, selling to survive, sales to survive, sales warfare, selling warfare, partnership selling, partnership sales, partner for sales success

John Wiley and Sons, Inc.
256 sidor
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